Tag Archives: coaching X Factor sales professionals

Selling Power Magazine: Five Tips for Better Sales Management

In an interview with Jason Forrest, Selling Power editors asked Jason questions enticing their readership about the first book on their Best Books for Sales Success in 2013 list (Jason’s LSC). See below for the interview and Jason’s answers:

Leadership Sales Coaching-Jason Forrest-Selling Power MagazineJason Forrest is the author of Leadership Sales Coaching: Transforming from Manager to Coach which appeared on the Selling Power list of Best Books for Sales Success in 2013. In this exclusive Q&A, Forrest shares some of his expert advice for sales managers.

1) What’s one of the most common questions you get from sales managers about how they can improve? 

A common question is how to motivate salespeople to consistently practice the right behaviors. It’s one thing to get reps fired up and temporarily pursue the right behaviors, but it’s very different to drive them to want to make changes because they believe it’s the best thing for them. When motivating reps, avoid fear-based tactics. Instead, inspire them. The “do this or else” approach will elicit the correct behavior only when you’re watching. Remember that information without a change in behavior is useless. The most effective, long-lasting way to change behavior is to change beliefs. If we can change what people see (and therefore what they believe), we can change how they behave, because beliefs drive emotions, emotions drive behaviors, and behaviors drive results.

2) What’s the relationship between emotion and motivation?

It’s not enough to know what your reps want to achieve; find out why that goal is important to them. A good sales manager already knows that a rep wants to take her family to Disneyland, for example. There’s an emotional force driving the rep to take steps to achieve that particular goal. The reason the rep stays late and makes extra phone calls is because she’s placing value in connecting with her daughter and seeing her eyes light up when she gets to meet her favorite Disney characters. That’s what sales managers need to tap into.

3) What’s one personality trait a sales manager needs in order to succeed?

Strong emotional intelligence is very important. When sales managers understand their own emotion, they’re better able to maintain their cool and not get defensive or overly worked up in difficult situations.

4) Do you believe reps can become great sales managers?

I think it will become more common for sales professionals to move up the ranks to sales management. The old-school mentality is that a good sales professional doesn’t make a good coach, because he or she is a lone wolf and competitive. But the truth is that it requires the same skills to coach as it does to sell. As a coach, you’re influencing reps based on their individual beliefs and ideas. You do the same thing with customers.

5) What are some trends you see for sales management in 2013?

I think managers will have to understand the art and science of selling as well as or better than their sales reps. They will need to be experts. Too many managers do not know the sales process inside and out. Sales coaches don’t have to be better at selling than sales professionals, but they should at least know the playbook so they can hold team members accountable. Sales managers cannot teach
or hold someone accountable for something they themselves don’t understand. Leaders are mirrors. They don’t need to worry about being better than sales professionals at executing the sales process, they just need to know the playbook inside and out so that they can lead the team to a higher level.

– Selling Power Editors

Note from Jason Forrest: The Underdog Mindset

“The toughest thing I ever had to do was get my team to overcome success disease.” –Bill Walsh, football coach

Jason Forrest

Sales Pros,

Have you ever noticed that very few teams win the Super Bowl back to back? This is because of a mental deficiency (called success disease) that makes individuals and teams think they don’t need to improve any more. It’s an arrogance of the mind that says that the next win is based on a previous victory.

I see this happening with hardworking sales professionals all of the time. They bust their butts to learn and grow and then once they start winning…they stop learning and growing. Eventually, the circumstances surpass their ability and they stop winning. Sometimes, a “losing season” is exactly what a sales professional needs to snap out of it and start pursuing mastery again. Unfortunately, if the success disease isn’t cured, they will just go through the same cycle once they start winning again.

Bill Walsh says the only cure to success disease is adopting an underdog mentality—a mindset that keeps you saying, “I have to work like no one else so that I can win like no one else.”

From this day forward, work like nobody else. Whenever you aren’t selling to prospects, making follow up calls, promoting to realtors, asking for referrals, and the like, pursue self-improvement through training. Selling will keep you paid today and training will keep you ahead of future circumstances so that you’ll get paid tomorrow.

Here’s to earning what you’re worth!

Jason

P.S. Learn about our new home sales training programs.

 


 

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JASON FORREST (two time Stevie Award winner – 2014 Silver Stevie Award for sales training program of the year, and 2013 Gold Stevie Award for sales training or education leader of the year) is an expert at creating high-performance sales organizations through sales training programs, management training programs, and cultural awareness training. He addresses beliefs (not just behaviors) to increase sales, develop leaders, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest believes in both the art and science of the sales process. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on beliefs, not just behaviors.

 


 

FORREST PERFORMANCE GROUP specializes in corporate training programs, leadership training programs, and sales training programs. Forrest PG’s competitive distinction is its belief that true change starts at the top, occurs from the inside out, and requires long-term coaching, rather than short term training. Too many organizations are short-sighted regarding training and they only provide one-day events to entertain sales pros and give them a short-term boost in energy or motivation. One-day events are valuable as a jump start, but complete training programs provide increased sales, measurable ROI, tangible sales tools, and accountability.

Note from Jason Forrest: Number One Rule of Selling

Couple looking at house plans-Sales Professionals-Jason Forrest-Forrest Performance GroupSales Pros:

Here is my number one rule of selling: Make it easy for me to make my money yours. I don’t want to have to jump through hoops to fork over my cash. Lead me and the sale is yours.

When my wife Shelly and I went shopping for a flat screen TV, washer, dryer, and refrigerator at Best Buy, we had a sales professional who wasn’t afraid to lead. I loved every minute of the experience.

First, we couldn’t decide between two refrigerators. We liked one with French doors and large drawers, but it was a little small on the inside. The other was larger inside but lacked the kind of drawers we liked.

Mike, our sales professional, asked a few questions about our kitchen and entertaining habits. He uncovered that Shelly uses large platters that wouldn’t fit well in the first option, so we decided on the second.

X-Factor Sales Professional Example 1: He asked the right questions and we decided that the large inside space was preferable for our needs.

I then mentioned that we were interested in flat screen TVs and he said, “Okay, I’ll meet you in the TV section after I write this up. When do you want the refrigerator delivered?”

X-Factor Sales Professional Example 2: He assumed the sale.

I had seen one TV advertised that I liked and Mike said, “That’s a good one, but Samsung makes a higher end one that I want to show you.”

He used a mock-up fireplace to show which TVs would look best in our space and we got it down to two options. The Samsung was more expensive but also had many features. The other was less expensive, but you had to add on the features (like 3D glasses and internet).

So he told us to go sit on the comfy leather chairs while he tallied up the differences. “That way, you can compare apples to apples,” he said.

He showed us that the Samsung was only $30 more but it came with internet, which the other didn’t offer. That was that–the Samsung will soon be over our fireplace.

X-Factor Sales Professional Example 3: He provided information that shrunk the perceived price gap.

When we were leaving, Shelly laughed and said, “I can’t believe we just spent that much money in 45 minutes.”

X Factor Sales Professional Example 4: They made it easy for us to hand our money over.

And we left happy.

Jason

 


 

Click here to subscribe to our FPG mailing list!

 


 

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

 


 

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

Girl Scouts Got Game

shutterstock_181102415Los Angeles Times, one girl scout and her mother made a lucrative business through strategic targeting: Selling girl scout cookies outside of a pot dispensary. They sold 117 boxes in two hours!

Click here to read the full story.

Sharp choices in target marketing (effort), will give you a greater return on your investment (outcome). Know your audience and their needs. If you can tap into their “why” for buying, and present to them value and a solution, then there’s no reason you shouldn’t get the sale every time.

Here’s to earning what you’re worth!

Click here to subscribe to my mailing list
JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. In 2013, he won a Gold Stevie Award for Sales Training Leader of the Year. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

2014 Housing Leadership Summit

builder-housing-leadership-summit-logo-May 2014-Jason Forrest-Forrest Performance Group-Speakers-Builders-Top professionals-TrainerJason will be speaking at the 2014 Housing Leadership Summit in May.

Follow us on social media to keep up with what’s trending at the summit.

Will you be attending from May 12-14 to hear Jason and others speak to the nations top 200 homebuilders?

To learn more about the 2014 Housing Leadership Summit, click here.

Here’s to earning what you’re worth!

Click here to subscribe to my mailing list

 

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

REALTORMag: Build Sales Muscles by Expanding Comfort Zones

Stretching Snail-Going outside of your comfort zone-Jason Forrest-Forrest Performance Group-Eustress-Muscles-Performance-Ownership MindsetAre you comfortable expanding your comfort zone? In his latest article in REALTORMag, Jason Forrest discusses the importance of expanding your comfort zone for growth. Read an excerpt below:

“Everyone’s comfort zone changes over time. If you stay inside your comfort zone, it will shrink. On the other hand, if your step outside of your comfort zone, it will expand to re-encompass you. That’s just the way comfort zones work. Understanding this principle is important to continual growth.”

To read more on how growth leads to success, click here.

Here’s to earning what you’re worth!

Click here to subscribe to my mailing list

 

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. In 2013, he won a Gold Stevie Award for Sales Training Leader of the Year. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

Note from Jason: Train to Gain

Training-tips for success-mentality-growth mindset-learning-education-sales process-sales techniques-Jason Forrest-Forrest Performance Group-Improvement-Why we trainSales Pros:

Why do you train?

Great athletes train to reach their potential in their athletic performance. Salespeople train for two reasons: To perform well and to improve their company’s brand.

Performing Well: In order to earn worth-it money, you must perform extremely well and the outcome is congruent to the effort you put in. When you train, you develop a skill set. The harder you train, the better the skill, and ultimately, performance. Do you have your performance juice?

Improving Your Company’s Brand:  For the X Factors that eat, breath, sleep, and sweat selling, brand integrity is huge! The brand doesn’t function off of one X Factor’s effort, but it is either supported or damaged with each customer interaction.

How well do you train? Are you putting in the required effort to see desired results? The decision is up to you!

Here’s to earning what you’re worth!

Jason Forrest

Click here to subscribe to my mailing list

 

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. In 2013, he won a Gold Stevie Award for Sales Training Leader of the Year. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

 

What do a Suit, Toothbrush, and a Message Have in Common?

Speaker at a podium-Great Speakers-Trainer-Success-Results-selling message-Jason Forrest-Forrest Performance Group-Beliefs-ComponentsThey’re all a great speaker needs for for a successful speaking event and they’re all a great salesperson needs to sell.

Many salespeople believe they need incentives, props, and fancy tricks, but you can skip the gimmicks as long as you’ve got these three things:

A suit. According to Ben C. Fletcher, a professor of psychology, “…our clothes say a great deal about who we are and can signal a great deal of socially important things to others…” Your sales presentation isn’t just the model you show, it is also how you present yourself. When you take the time to put effort into your appearance, you demonstrate professionalism.

A toothbrush. Ever stand within breathing distance of someone and wish you hadn’t? Salespeople are constantly in close proximity to customers. Consideration of your personal hygiene demonstrates self-respect and respect for others. If you can take care of the little things in your own life, you are more likely to take care of the little things before and during the sales process.

The message is arguably the most important. Steve Jobs wore mom jeans and a black turtleneck, but people listened because of his message. A strong message emerges from strong beliefs of who you are and what you are worth. It’s the reason you get up every morning. A salesperson’s message conveys value and the company’s brand to the customer. Ultimately, it is because of your message that a prospect will buy from you over all other alternatives.

Do you agree with these three components? Sound off!

Here’s to earning what you’re worth!

Click here to subscribe to my mailing list

 

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. In 2013, he won a Gold Stevie Award for Sales Training Leader of the Year. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

 

 

Your Sneak Peek at Leadership Sales Coaching, the Seminar

LSC-Executive Summary-Jason Forrest-Forrest Performance GroupSamples are a great way to test out a product and Jason Forrest’s Leadership Sales Coaching: Executive Summary will provide a taste of what you will experience in person at Leadership Sales Coaching: The Seminar!

Order your copy, or download your eBook copy here.

 

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. In 2013, he won a Gold Stevie Award for Sales Training Leader of the Year. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

This Week’s Celebrity X Factor is…

Oscar Awards-Winning-Success-Matthew McConaughey-X Factor-Success Stories-Jason Forrest-Forrest Performance Group-Leadership Selling-Earning your Worth-Results-Growth MindsetMatthew McConaughey.

In his Oscar acceptance speech, this famous X Factor attributed his success to having:

-Something to look up to

-Something to look forward to

-Something to chase

That third point especially strikes a chord with me about the X Factor’s goal of becoming the best version of himself. McConaughey stated that his hero will forever be himself in ten years because it gives him someone and something to continually chase.

This is the X-Factor mentality: the inner-voice that says there is always room for growth.

Who’s your hero? Maybe it should be the future version of you.

Here’s to earning your worth!

Click here to subscribe to my mailing list
JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. In 2013, he won a Gold Stevie Award for Sales Training Leader of the Year. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.